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Up to Double (2X) SVI Competitive Incentive Business Partner Overview April 27, 2011

Up to Double (2X) SVI Competitive Incentive Business Partner Overview April 27, 2011. 2011 is the Year to Team with IBM!. SVI Competitive Incentive SVI Competitive Incentive: How Does it Work? Process Overview Using GPP Tool and Equivalency Forms Joining Private Web Activity

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Up to Double (2X) SVI Competitive Incentive Business Partner Overview April 27, 2011

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  1. Up to Double (2X) SVI Competitive Incentive Business Partner Overview April 27, 2011 2011 is the Year to Team with IBM!

  2. SVI Competitive Incentive SVI Competitive Incentive: How Does it Work? Process Overview Using GPP Tool and Equivalency Forms Joining Private Web Activity Supporting Sales Documentation Requirements Fee Structure Up to Double (2x) SVI Competitive Incentive OverviewAgenda

  3. IBM Competitive Sales Plays for Business Partners

  4. SVI Competitive Incentive: How Does it Work? Five Steps: • BP obtains certifications and enrolls in SVI program • BP submits Oracle competitive replace opportunity with BANT & Equivalency forms and applies a category and value code in GPP • BP receives access to additional competitive assets via private web activity (optional participation for BPs) • BP closes/proves competitive replace by documenting two way communication with one of: Migration proposal, Oracle vs. IBM ROI analysis or Business Value Assessment • BP achieves full double (2X) incentive by providing customer commitment to external reference. Example: - 40% SVI for GB ID/Sell with reference - 32% for GB ID/Sell without reference BP is enrolled in SVI BP registers Oracle competitive replace opportunity BP receives access to competitive assets via web private activity BP closes deal & demonstrates replacement IBM pays up to Double SVI Fees IBM SVI Competitive Incentive on PartnerWorld

  5. Step 1: SVI Enrollment & Standard Process Up to Double (2X) SVI Incentive sits on-top of standard SVI process • Certification Requirements • Authorized distribution product groups - minimum of 2 current software technical and 1 current software sales certification in the reseller authorization group. Open distribution product groups - minimum of 2 current software technical and 1 current software sales certification in the software brand. • Eligible End Users • Government Accounts ineligible • Register oppty in GPP using Account name/address on Passport contract • Eligible Software Products • Product on SVI Eligible part# list, sold via Passport. • New license revenue only. No renewals/reinstatement part numbers • License Fulfillment, Passport Contract Management & License Compliance sales are not eligible • Products on matching sales order must match correct Brand Family registered in GPP • Program Deadlines • Oppty must be registered & submitted for SVI 15 days prior to Sales Order date • Submit payment claim within 30 days prior to or 60 days after Sales Order date, and prior to Expiration Date • Max of 30 days after oppty is approved to raise any questions/concerns/issues BP is enrolled in SVI IBM Software Value Incentiveon PartnerWorld

  6. Step 2: Register Competitive Replace SVI Opportunity BP Registers Oracle competitive replace opportunity Designate deal as competitive replacement in GPP Select the “SUNATTCK” value from this list and then click “OK”.

  7. Step 2: Register Competitive Replace SVI Opportunity BP registers Oracle competitive replace opportunity Submit equivalency form attachment in GPP, includes: • Products and quantities of IBM & Competitive SW • IBM PW ID for BP access to private web site with incremental sales collateral (optional) II.Competitive Product Configuration Complete this section to describe the configuration of the competitive product that is currently installed at your end user, and which you plan to displace with the IBM configuration described in Section 3. Sample

  8. Step 3: Private Access to Competitive Assets BP receives access to competitive assets via web private activity on PartnerWorld Brands maintain materials … and access list

  9. Step 4: Close the Deal, Demonstrate Replacement Submit proof of two way communication with end-user for one of: • Business Value Assessment findings (BVA) • ROI Documents • Migration Document BP closes deal & demonstrates replacement Click to launch Sample of the expected Content of a BVA, ROI or Migration Document Sample

  10. Step 5: Collect the Cash! IBM pays up to Double SVI Fees Largest Smallest • BPs not required to fulfill, but direct proposal cannot use competitive trade up part numbers • Reference claims require communication from & contact information for committed end-user • Payment for eligible IBM brand part numbers mapped to equivalent Oracle products Example: 10 IBM licenses replace 8 Oracle equivalent licenses. Result: Incremental SVI paid 8 licenses

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